A recent discussion about CRE lending brought this conversation into focus for me. As we explored a solution for a client, the differences between lending in the Canadian CRE market and practices in other countries became glaring, and central to the discussion. Any solution proposed to a Canadian client needs to reflect local approaches.

It was a specific example of something we hear across our Canadian business: local understanding has to shape the work from the beginning.

Canada’s size adds another dimension. Market conditions differ between cities and between urban and rural communities. The way clients buy, sell, invest and lend requires knowledge of those regional nuances. Global experience is valuable and definitely comes into play, and coupling that with local knowledge and expertise, together with solutions tailored to how clients across Canada actually operate, is essential.

Clients are asking for tools to guide their decision-making, not just more data. Think about it: we all have more access to data and tools than we’ve ever had. What clients need to make the most of this scenario is a partner who can help connect the data and tools to the decisions in front of them. As my colleague and SVP of Product Marketing, Shubhra Srivastava writes, “more data isn’t better. Governed data is. Connected data is. Proven models are.”

Our clients deserve proven solutions that include governance, connectivity and local industry context to help them make the best CRE decisions. 

Earlier this year, my Canadian leadership peers and I spoke with clients from coast to coast about the challenges they faced, what was working well, and where they needed more support. Those conversations, alongside what our client-facing teams hear every day, are helping guide our investment in Canada.

One of our key priorities is continuing to strengthen the Canadian data and local inputs our clients rely on. To this point, we have worked hard to improve Data Studio’s data quality and accessibility, and have adapted ARGUS Workbook for use with Data Studio in Canada, enabling acquisition and valuation teams to move verified market research directly into their underwriting workflows without manual rebuilds.  

Equally important is our investment in Canadian talent and subject matter expertise. Clients want access to people who understand their market, and sustaining that capability requires a continued commitment to the people delivering it.

We are also creating more opportunities to connect through client events, forums, and closer engagement. These conversations help us understand the day-to-day challenges behind a broader market theme and where our expertise can be most useful.

The priorities are connected. Better local information supports better conversations. Those conversations deepen our understanding of what clients need and help direct where we invest next.